Gross sales lead monitoring can reply the million-dollar query: “How do I do know if my staff is maximizing their alternative to shut each lead?” Or, “how do I guarantee my staff reaches out to all their assigned leads?”
When you’ve ever requested your self these questions as a result of one thing in your lead administration or gross sales movement isn’t working for you, you’ve come to the proper place.
This text will function your information for routinely monitoring and reporting on gross sales leads utilizing the Lead standing property and your HubSpot workflows device.
The Worth of Lead Standing
HubSpot’s lead standing contact property provides an answer for managing potential gross sales leads and organizing their contact info. In a nutshell, the lead standing contact property tracks precisely the place a lead is from the primary second they’re recognized till they grow to be an alternative.
Whereas this info may be manually tagged or marked by salespeople, your HubSpot workflows device can even automate features of this tagging/marking course of to save lots of your staff a variety of time. This additionally results in cleaner reporting for managers to look at.
Lead Statuses for Automation
Listed here are the standard lead statuses beneficial for automation (quite than updating them manually, which takes a variety of time and may be inaccurate):
Model New Lead/Not Contacted
This lead standing is for brand-new leads that have not but been emailed or referred to as by Gross sales. It’s crucial to notice that advertising and marketing emails do not issue into this.
Tried to Contact/No Reply
Which means that a salesman has reached out to this lead already through e-mail, telephone, or one other methodology, however they’ve but to listen to again from them.
Linked/Replied/Spoke
Although this may be worded in several methods, this standing signifies that the lead has taken an motion in response to the gross sales staff’s outreach by both chatting with the staff on the telephone, replying to an e-mail, and so on.
Open Alternative/Deal
This lead standing means the dialog with the lead went nicely, and they’re going to transfer on to a full demo dialog or one thing related. This may occasionally additionally correspond to a Gross sales Certified Lead within the Lifecycle Stage property.
Lead Statuses for Guide Marking
You might need observed just a few lead statuses lacking from the checklist above. That’s as a result of some lead statuses are greatest marked by people and may not be routinely marked.
Unqualified Lead (Together with “Unqualified: Unhealthy Match” and “Unqualified: Unhealthy Timing”)
Whereas some firms are inclined to have a formulaic method to figuring out whether or not or not a lead is certified, most firms in most industries have a tendency to find out qualification on a case-by-case foundation (particularly in B2B eventualities).
Due to the number of causes {that a} lead may very well be disqualified from progressing, we suggest {that a} human gross sales skilled mark this manually.
Why trouble with handbook marking?
Any form of disqualification must be rigorously thought of — they don’t seem to be normally decreased to a easy system. Generally, clients have misplaced cash by defining qualification standards too narrowly or too broadly.
With out top-notch AI assist, like HubSpot’s free Gross sales Leads and Prospecting Software program, it may be tough to arrange versatile standards to make a posh judgment of this kind. Whereas experimentation is inspired, it is suggested to go away this to people in the event you’re doing this for the primary time.
After all, these are simply the fundamental lead statuses. It’s best to personalize these lead statuses to your group.
Use Workflows to Automate Lead Standing
The movies share how one can automate these statuses utilizing your workflow device.
Earlier than getting began, log in to your workflows device in HubSpot, and observe alongside:
Model New Lead/Not Contacted
Tried to Contact/No Reply
Linked/Replied/Spoke
Open Alternative/Deal
Reporting on Your Information
Now that you simply’ve arrange an environment friendly, automated course of to your gross sales staff whereas saving them time and handbook effort. You, in flip, can simply report on every of these lead statuses and focus on them along with your staff when needed.
When you’re questioning what reviews it is best to take a look at for monitoring lead standing, try these strategies:
- Uncontacted New Leads by Proprietor: Proprietor on the x-axis; Variety of Leads on the y-axis
- Contacted (however not replied) Leads by Proprietor: Proprietor on the x-axis; Variety of Contacted (however not replied) Leads on the y-axis
- Linked/Replied Leads by Proprietor: Proprietor on the x-axis; Variety of Linked/Replied Leads on the y-axis
- Open Alternatives/Deal Leads by Proprietor: Proprietor on the x-axis; Variety of Open Alternatives on the y-axis
Right here’s an instance of Variety of Contacts (x-axis) by Lead Standing (y-axis):
Gross sales lead monitoring may be crucial to your gross sales staff’s success, so it is in your greatest curiosity to know and execute the method successfully.
